So, I'm starting a series to help you find and contact senior corporate clients.
As a workshop facilitator, engaging C-level clients needs a different approach.
It's not like working with the usual clients.
Senior executives think differently.
First, understand how senior executives think.
They think in terms of:
- 𝗥𝗲𝘃𝗲𝗻𝘂𝗲: How to increase it?
- 𝗦𝗮𝘃𝗶𝗻𝗴𝘀: How to cut costs without losing quality?
- 𝗚𝗿𝗼𝘄𝘁𝗵: How to expand market share?
- 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗔𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻: How to attract new customers?
- 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗥𝗲𝘁𝗲𝗻𝘁𝗶𝗼𝗻: How to keep existing customers loyal?
To capture their attention, we need to align our workshop's value with their priorities.
So, don't ever sell them a workshop; rather, offer a strategic solution.
Show them how your workshop solves their pressing challenges to achieve business goals.
For example, demonstrate how you help:
- Increase revenue
- Optimize customer acquisition
- Develop a future-ready culture
I don't even use terms like 'facilitator' or 'workshop' or 'design thinking'.
I only focus on their outcomes and explain what they get from a 2-day session with me:
- 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲𝗱 𝗣𝗿𝗼𝗯𝗹𝗲𝗺𝘀: That's a big win for them!
- 𝗖𝗼𝗻𝗳𝗶𝗱𝗲𝗻𝗰𝗲: To move forward with clear goals
- 𝗖𝗹𝗮𝗿𝗶𝘁𝘆: On their strategic direction
- 𝗣𝗿𝗶𝗼𝗿𝗶𝘁𝗶𝘇𝗲𝗱 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽𝘀: To ensure smooth implementation
- 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿 𝗕𝘂𝘆-𝗜𝗻: From all involved parties!
I hope these insights help you connect easier with senior corporate clients.
Stay tuned for more posts in this series.
I'll dive deeper into finding and contacting corporate clients.
Feel free to ask questions or share your experiences in the comments!